Principal Cloud Partner Specialist

MongoDB-posted about 1 month ago
Full-time • Mid Level
Remote • New York, NY
5,001-10,000 employees
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We are looking for a hardworking, innovative Cloud Partner Specialist with great energy, passion, and initiative to channel new business for the fastest growing and most popular database on the planet, MongoDB. The Cloud Partner Specialist will lead the strategic pursuit and will be the deal maker across our cloud partners & MongoDB, with the remit of building executive level relationships and driving large-scale transformation opportunities across each customer base. This individual will own the Go-to-Market (GTM) strategy with cloud partners and will be responsible for generating incremental pipeline, growing deal size, accelerating the sales cycle and closing business leveraging our partner programs. This role will be based remotely in New York State.

  • Build & leverage Executive-level relationships between AWS & MongoDB to create and close business
  • Proactively prospect, identify, qualify, and develop a sales pipeline to and through AWS
  • Drive large and strategic deals in partnership with the MongoDB field sales, partners, and the AWS sales teams
  • Interlock with the Global Cloud Program team for backup, support, and pipeline generation
  • Own quota for generating new business and uncovering new workloads/logos via cloud partners
  • Generate strategic joint pipeline with AWS and support their direct sales force on defined end-user sales pursuits
  • Forecast co-sell Net ARR (Annual Recurring Revenue) and sourced new workloads by cloud partners to sales leadership on a weekly basis
  • 8 + years experience in a quota carrying direct strategic sales or partner/channel sales, ideally with experience co-selling with the hyperscalers
  • Solid experience in generating pipeline
  • Experience in working in a heavy sales matrix model
  • Relevant experience and knowledge of open source, enterprise software apps, SaaS, Database, or Cloud Computing
  • Excellent verbal, written, and presentation skills
  • Proven ability to drive complex sales cycles, demonstrating multiple stakeholder management
  • Experience developing successful and scalable technology partnership programs
  • Ability to engage & influence C-Level executives
  • Consistent overachievement
  • Energetic, resourceful, upbeat, entrepreneurial, tenacious team player
  • Previous Sales Methodology training a plus (e.g. MEDDIC, SPIN, Challenger Sales)
  • College degree in business, economics, engineering, finance, science, math or similar
  • Possess aptitude to learn quickly and establish credibility. High EQ and self-aware
  • The ability to work in fast paced environment, be trusted to drive initiatives autonomously and gain buy in from a wide collection of stakeholders
  • Passionate about growing your career in the largest market in software and developing and maintaining an in-depth understanding of MongoDB products
  • equity
  • participation in the employee stock purchase program
  • flexible paid time off
  • 20 weeks fully-paid gender-neutral parental leave
  • fertility and adoption assistance
  • 401(k) plan
  • mental health counseling
  • access to transgender-inclusive health insurance coverage
  • health benefits offerings
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